So you’re one of those new fresh-faced auto insurance agents? You must be wondering how to get clients for your insurance business. Well, not to worry. In this post, I’ve got five sales tips to combine with your existing insurance agent sales tools to grow your new book of business to great heights.
1. Selling Insurance Is Selling Yourself
Selling cars, selling mobile phones, selling vacation getaways, selling lawn care. They all have something in common — your buyer can see, touch, or experience the product or service they are purchasing.
Note that this is totally different than selling insurance. Insurance is a different ball game. In truth, you’re really selling yourself. You are selling trust, you are selling peace of mind, you are selling the right product that will be there for your client, should he need it, or not.
2. Sending the Right Signals
As a young person, there are many situations where it can be a positive to play up your individuality, your uniqueness, or your free spiritedness. However, auto insurance sales are not one of these situations.
Remember that your clients are looking for a capable and trustworthy agent. If all the other agents in your office wear jackets and ties, you must do the same. Notice also how more senior agents speak to colleagues and to clients and copy them. Note many still have fun conversations with leads, while maintaining professionalism.
Another benefit of dressing and looking the part? You will feel more confident with prospects and leads, which means your sales are going to be even better. And you’ll earn more respect around the office. That’s good for when bonuses and promotions come around.
3. Connecting With Your Prospects
As trust is so important to auto insurance sales, you’ll find nothing helps your sales closing rate like being able to really connect with a prospect. There are many ways to go about building this agent–client relationship.
For instance, some agents model their behavior on that of their prospects. If you’ve got a loud talkative prospect, try to be a bit more lively. If they’re a more sedate lead, tone it down to keep them comfortable. Also look for conversational topics that are common ground. Ask about their commute route if you’re in the same area. Know a lot about cars? Talk shop. Have kids or a dog of your own? Ask how theirs are doing.
4. Turning Your Age Into an Asset
If you’re a young man or woman, there’s no getting around that in the sales world. Your prospects are going to take note of it, so you might as well embrace it. Rather than allow a presumed inexperience become an unspoken objection to the sale, work on your pitch, your scripts, or your face-to-face ice-breaker making light of your youthful age. But don’t leave it there. Answer that unspoken objection with a short phrase about your experience, your colleagues’ years of experience and trust in you, or your knowledge of the latest products.
Remember that great insurance agents never let a small setback get them down. Learn to turn your youthful energy into an asset for your clients and for your agency. Plus, remember you have a huge advantage when it comes to selling to other young people. This is a situation where your age may even help you.
5. Remembering to Listen
Above all, remember that a great deal of your job as a new auto insurance agent is learning to listen — really listen — to the needs of your prospect. Work diligently on your sales script but remember to let your customer speak. Keep those questions open-ended. And learn to read between the lines. Is your prospect tiptoeing around an objection? Is she ready to buy?
Pay attention to subtle clues in your sales conversations, and you’ll learn to read these signals loud and clear after a short while. When your client is ready to buy, by all means, shut up and stop selling. When someone wants to buy, let them do it. You’d be surprised how easy it is to lose the sale if you don’t.
Selling auto insurance can be a very rewarding and profitable enterprise for talented and motivated sales professionals. Yes, there’s a lot to learn, but it’s well worth your effort.
If you are working with real-time leads and looking to add more volume and better ROI, consider adding aged leads to your business. Aged leads, those leads just a bit older, can be a great addition to your existing strategy or the beginning of a whole new business strategy.
Ready to get more clients for your insurance business? Fill up your pipeline with a fresh supply of the best aged leads from The Aged Lead Store. You’ll find thousands of sortable aged leads, ready to boost your sales, whether your business is auto, life, health, Medicare supplement or homeowners insurance, annuities, auto warranty coverage, mortgage refinance, or solar installation.